Contenu connexe Similaire à 從臨床實務看醫材行銷活動 (20) 從臨床實務看醫材行銷活動3. !
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Medical
Electrical
Equip. Add Your Text
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15. not-for-profit profit-oriented
handicraft manufacture whole value chain
fee-for-service capital gain
intellectual labor entrepreneur
stakeholder stockholder
Intangible asset cannot Intangible & tangible
be traded asset are commodity
18. stakeholder stockholder
fee-for-service capital gain
not-for-profit profit-oriented
intellectual labor entrepreneur
handicraft manufacture whole value chain
Intangible asset Intangible & tangible
cannot be traded asset are both
commodity
30. Marketing Strategy:
What are the customers telling us?
What are they hungry for?
what’s viable what’s possible what’s desirable
31. Partnership Strategy ( ):
expertise-focusing
resource-sharing
opportunity-risk-sharing
what’s viable what’s possible what’s desirable
32. Leader in
Technology
what’s viable what’s possible what’s desirable
33. =Innovators+Customers
Technology
what’s possible
Business
what’s viable
Customer
what’s desirable
who create the products through their
expertise and need
34. 07-09
Concept Prototype
Foundry
CIS Design House IC Package & Test
Lens LED
SPBC Precision Molds
40. ( )
(pre-clinical)
=Class III
( )
,
( )
34
45. i-
From clinician-driven society
to a profit-driven industry
47. PCA
PCA
95% in Taiwan
PCA PCA
80% in China
50. PCA
& KPI& ( )
Hospital
Doctor
Patient
PCA Vendor
&
51. PCA
& KPI& ( )
Hospital
KPI
Doctor
Patient
PCA Vendor
&
52. PCA
& KPI& ( )
Hospital
KPI
Doctor
Patient
PCA Vendor
&
53. PCA
& KPI& ( )
Hospital
KPI
Doctor
Patient
PCA Vendor
&
54. PCA
& KPI& ( )
Hospital
KPI
Doctor
Patient
PCA Vendor
&
55. PCA
Key Account
& KPI& ( )
Hospital
KPI
Doctor
Patient
PCA Vendor
&
56. PCA
8
& KPI& ( )
Hospital Doctor
Collection & Analysis
Patient PCA Vendor
&
57. &
PCA
8
=0
KPI& ( )
Hospital Doctor
Collection & Analysis
Patient PCA Vendor
&
58. What Key Accounts Really Need?
Value-added tool pocket $
Managerialperformance
Academic performance
i-Pain Acute Pain Service
59. What Key Accounts Really Need?
KPI& ( )
Doctor
Value-added tool pocket $
Managerialperformance
Academic performance
i-Pain Acute Pain Service
60. Key Account!
Clinical Network:
surgeons
patients
nurses
pharmacists.... 45
65. Supplier Input Process Output Customer
66. Customer Output Process Input Supplier
67. Interaction
Feedback Loop
Clinician Satisfaction
Vendor Satisfaction
TQPM
logistic management (total quality pain management)
marketing
comprehensive database
supply/inventory
high throughput research
database
remote monitoring
Patient Satisfaction
customized protocol
patient-centered service
personal pain diary
real-time monitor
68. Interaction
Feedback Loop
Patient Satisfaction
Vendor Satisfaction
customized protocol
logistic management
patient-centered service marketing
personal pain diary supply/inventory
database
real-time monitor
Clinician Satisfaction
TQPM
(total quality pain management)
comprehensive database
high throughput research
remote monitoring
69. Interaction
Feedback Loop
Clinician Satisfaction Patient Satisfaction
TQPM customized protocol
(total quality pain management)
patient-centered service
comprehensive database
high throughput research personal pain diary
remote monitoring real-time monitor
Vendor Satisfaction
logistic management
marketing
supply/inventory
database
82. 68%
32%
Olmpus J & J Tyco
Boston Scientific Karl Storz
Smith & Nephew
Sunscope
2/22
90. A Good Idea?
1. disposable endoscope
2. rapid prototype
+) 3. fast clinical trial
= A Clinician-based
Design House
91. Value-adding board structure
One Stop Shop
Globalization
Flagship Company
Key component Marketing & Sales
Design house
supply chain & channel
65
92. Value-adding board structure
One Stop Shop
Quantum Globalization
Leap!
Flagship Company
Key component Marketing & Sales
Design house
supply chain & channel
65
95. • Innovation focuses on...
idea (e.g. paper)
product (e.g. patent)
management (e.g. process)
• Entrepreneur focuses on...
Profitable business
96. stakeholder stockholder
fee-for-service capital gain
not-for-profit profit-oriented
intellectual labor entrepreneur
handicraft manufacture whole value chain
Intangible asset cannot Intangible & tangible
be traded asset are commodity